Sales Manager
Resume:
RICHARD B. ALEXANDER
ac1n1v@r.postjobfree.com
Charlotte, NC 28278
KEY ACCOUNT MANAGER / SALES MANAGER
Needs Analysis / Solution Selling / Competitive Analysis / Customer & Supplier Relations / Market Strategy Formulations / Finishing Technology / Manufacturing Production / Training / OEMs / Business Development
A chemical coatings expert with a stellar record of solving OEM finishing problems to create a win-win result for suppliers/ OEMs. Success selling coatings for extruded EPDM and raw materials that go into formulas such as polymers, cross linkers, pigments, additives and everything related to coatings for wood, metal, plastic, textiles and synthetic leathers. Key assets:
Providing exceptional sales leadership that is driven by superior sales solutions and marketing strategy
Working effectively with all personnel, from CEOs to Plant Managers and all production operators
Functioning as both a “hunter” and a “farmer” to achieve demanding corporate sales objectives
Developing trusting relationships with customers in diverse industrial environments
A natural leader known for consistently finding new alternatives, easily winning people’s confidence, inspiring top performance in others, and handling rapid change easily. An excellent troubleshooter and problem solver, builds bridges across organizations and functions to get decisions agree upon quickly and results achieved in a timely manner.
Career History & Highlights
Key Account Manager, Stahl USA Performance Coatings and Polymers (Polyurethanes, Acrylics, Additives, Cross Linkers, Pigment Dispersions and Polymers), 2013-2016. Accountable for sales of polyurethanes for skin and adhesives, top coat and base coat to the textile, synthetic leather and film forming industry with Performance Coatings and sales of polyurethane dispersions, acrylic emulsions, cross linkers and polyurethane polymers for flexible packaging units for Polymers Group.
Acquired multiple accounts with potential to produce millions of dollars in sales.
Captured $1M account selling polyurethanes, pigment dispersions and additives for synthetic leather to a new start-up automotive account.
Acquired two new roof coatings accounts worth $500K/yr. selling polyurethanes, acrylic emulsions and cross linkers.
Generated $400K in annual sales for major coatings company with polymers for interior aerospace application.
Sold polyurethanes to a new account for coating labels on sporting goods jerseys and pants, generating $250K/yr.
Sold pigment dispersions to various textile manufactures.
Southern Regional Account Manager, PolyOne Corporation, Specialty Coatings Group (PVC Plastisol in powders, liquids and pellets), 2011-2013. Sold to various markets such as electrical, filtration, appliance, medical, textile, matting, construction, automotive, carpeting and sporting goods in 10 states, using SAP and CRM programs for tracking accounts/prospects.
Acquired a new account in PVC sales to a Medical Manikin account for Medical Intern training, generating $3M in first six months.
Captured sale valued at $375K with a mat company that made mats similar to the ones used by TSA at airports. Sold to carpet manufacturers for backing on carpets.
Acquired new medical account with a company manufacturing aspirators, valued at $280K.
Richard Alexander, page 2
Regional Sales Manager / Mid-Atlantic & Southern States, Jason Finishing Group (Industrial finishing
products supplier formed from Osborn International and JacksonLea), 2006-2010. Accountable for prospecting and selling de-burring brushes, finishing belts, abrasive discs, non-woven flap wheels, buffs and compounds to OEM automotive, plumbing, hardware, marine markets and other metal finishing applications to existing and new customers in 4 states.
Working with 30+ distributors, generated $485K in sales from recovered accounts.
Boosted sales by $1.5M for territory with various new accounts such as Delta and Moen for plumbing and metal finishing, enabling territory to become a $3.5M region.
Sales Engineer – The Carolinas, Coral Chemical Company (Industrial lubricants, coolants, cleaners, phosphates, sealers and wastewater treatments supplier), 2004-2006.
Set up chemical trial runs to demonstrate product features and benefits.
Resolved customer production issues by providing ongoing technical service
Slashed customer energy costs by introducing new, low-energy phosphates to save BTU usage, saving approximately $30K annually.
Tripled territory sales to over $750K in first year for new business selling zinc and iron phosphates, wastewater treatments and lubricants.
Account Executive / Sales Manager – MI, OH and IN), Sherwin-Williams Automotive Finishes (Leading industrial OEM automotive finish supplier), 2000-2003. Responsible for Identifying largest accounts and planning/executing strategic sales and marketing initiatives in Midwest Region. Managed 4 technical service staff members.
Researched market trends and specifications, updated business plan metrics, tasked lab staff to develop new coatings and recommended new client systems and color coatings.
Collaborated with customer material labs, designers and automotive plastics manufacturers on system solutions.
Obtained system and looks approvals from Ford and DaimlerChrysler.
Kept sales force and Tier I suppliers up-to-date on new specifications, new OEM approved plastics, and new coating approvals.
Championed new process that enabled $3M customer to increase global production 200%.
Increased sales to Tier I suppliers in Midwest superior waterborne coatings, rendering profit of $700K+ in two years.
Account Manager - MI, OH and IN, Dexter Automotive Adhesives & Coatings (Industrial OEM automotive adhesive and coating supplier), 1994-2000. Accountable for planning and executing sales/marketing strategies to acquire new accounts in Midwest Region and to grow OEM automotive coating sales. Managed 4 account technical service personnel.
Collaborated with OEMs to customize coating products.
Acquired new Tier I automotive supplier, exceeding territory quota by 150%.
Introduced waterborne systems, acquiring 5 top Tier I supplier customers in 1.5 years.
Converted product from solvent to waterborne in-mold coatings for steering wheels and coatings on injection-molded plastics, increasing annual sales by $2M.
Education
BA, Business Administration
Lewis University, Romeoville, Illinois
Professional Development
Sandler Sales Training
Kaizen Training
W. Edwards Deming, Persuasive Communications Training
Contact this candidate